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Hermann Simon • Confessions of the Pricing Man: How Price Affects Everything
professional service firms do not serve a mass market. Each of their projects, engagements, or “matters” is customized to specific client needs. Accordingly, that form of market research which provides aggregated results of what large numbers of clients “think” about various issues tends not to be as directly helpful as it may be in other situation
... See moreDavid H. Maister • Managing The Professional Service Firm
The Power Presenter: Technique, Style, and Strategy from America's Top Speaking Coach
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The power of these debriefings is such that some of my clients impose a firmwide requirement on their professional staff to file a debriefing report so that ideas for improvement obtained from their clients are formally captured and become part of the intellectual capital of the firm.
David H. Maister • Managing The Professional Service Firm
firm sells its knowledge, its experience, and its judgment. In effect, they are saying, “Hire us because we have been through this before; we have…
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